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VMware’s Gelsinger On ‘Gaining Share’ From Citrix And AWS Expansion

‘We have to scale the AWS resell. It has to become part of every geography, every sales team globally that they have because they're just in a lot more places than we are,’ says VMware CEO Pat Gelsinger during Bank of America’s 2020 Global Technology Conference.

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VMware’s ‘Game-Changing Partnership With Amazon’

We’re all super optimistic about the game-changing partnership with Amazon and VMware. … I said it takes two years or more for any product to become enterprise successful. We thought we could do better than that and guess what? It took two years. Almost exactly at the two-year mark, right late last year, it starts taking off. And we saw that momentum continue into Q1.

I’ll say three things: one is you have to hurt awhile for an enterprise product. Secondly, the networking here is a pretty robust thing because you’re connecting public cloud, LAN and private data centers together. We have learning to do in the networking area. And third, is the power of the AWS channel, AWS, EDP (Enterprise Discount Program) solutions becoming part of that integration. So we have to turn on AWS as a reseller of the solution. All those things have now come together and we're seeing great takeoff.

And now AWS is building a dedicated sales team that all they do is partner with VMware and sell our solutions as well as they're seeing a takeoff -- so that's powerful. I now have big banks that are doing this for references. I got essentially the mortgage industry is all on this solution. The insurance industry is starting to take advantage of it. Supply chains are coming on it. So we're now seeing the global reference accounts show up.

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